Hiring a Linchpin

Blogger Seth Godin reports that design firm IDEO is hiring marketers using a new technique. They ask applicants to make a PowerPoint presentation of their resume and then present it to a group of five people at the firm. The applicant has to defend the work, answer questions, and lead a discussion.

One more chance to stand out, not to fit in. One more way to discover who has the actual skills (engagement, rapport, intellect, charisma, openness) to thrive in a modern work environment.

Play a different game. Don't stick with mediocrity. Try something different that may help you seek out more diverse talent in 2011.

Happy Hiring.

This Time It's Personal in 2011

It's time to stop complying with the system and draw your own map of goals in 2011. Let's not fall victim to those cliche statements of losing weight, but instead layout a road map that outlines specific goals.

Below I've provided my top (6) categories for outlining goals in 2011.

1. Spirituality - e.g. Spend 20 minutes of quite time with GOD every morning at 6:30am

2. Health and Wellness - e.g. Work out consistently 4 days per week (running, biking, and lifting)

3. Job and Career - e.g. Top 40 Under 40 Award Indianapolis Business Journal

4. Intellectual and Cultural - e.g. Visit Chile and Argentina in the Fall of 2011

5. Financial - e.g. Gross 100K+ in salary and commissions

6. Deep Relationships and Giving Back - e.g. Mentor new sales rep at Morales Group Inc.

Those of you seeking to make a change should get more specific and map out in detail your future goals for 2011.

Happy New Year!

Burning Desire to Win

April of 1519, Hernando Cortes lands in Veracruz Mexico, about 200 miles from the Aztec capital. Cortes had one mission: defeat the Aztecs and take their gold. To do so, he had less than 400 soldiers. His first act upon landing was to burn all but one of his ships - he wanted no turning back (excerpt taken from Tom Batchelder's Barking Up A Dead Horse). Cortes had no idea of the dangers, but he did know that if the fighting got difficult, there would be no talk of sailing home.

Today we can learn a valuable history lesson from Cortes. As an aspiring business owner, I've seen that every person who wins in any undertaking must be willing to burn his ships and cut all sources of retreat. Only by so doing can one be sure of maintaining that state of mind known as a BURNING DESIRE TO WIN, essential to success.

The most successful entrepreneurs have that burning desire to win, with no sources for retreat. So the next time you envision starting up a new business, ask yourself if you're prepared to burn your boats at the shore. Are you willing to not pay yourself throughout the start up period? Open to work 60-80 hours per week to develop the business? Ready to compromise time spent with family vs. the business?

And don't forget to ask yourself - - would you make courageous commitments where there is no going back? Can you lead by example?

"When one has nothing to lose, one becomes courageous."

What should a business lunch consist of?

I would categorize a business lunch into (5) categories:

1. Building a relationship and trying to make connections.

2. New prospective customer not looking to buy yet.

3. New prospective customer getting ready to buy.

4. Existing customers who you are building a relationship with.

5. Finding great food where you can be seen by other connectors.

When you sit down for a business lunch, make 1/3 of the conversation focused on relationship building. Share about those common interests or personal hobbies. And always try to make time to convey your business agenda.

Finally, try to establish a favorite spot that serves as your home turf. There's something to be said about knowing the restaurant staff by first name and making suggestions from the menu. My favorite spot is Cafe Patachou (Slogan - A Student Union for Adults) in the mid town area of Indianapolis. This location attracts several well known business professionals throughout the city.

3 Reasons Why You Should Post Updates on LinkedIn

1. Top of Mind Awareness (TOMA): TOMA owns the space that your product or service occupies between your prospects ears. That way, when they're ready to buy they think of you first. You can use LinkedIn to maintain top of mind awareness with your customers, prospects, and network. Once set up it's pretty simple and takes very little time. You just have to consistentily post content that is of value to your desired audience to maximize the results.

2. Real Time Knowledge: How else are you going to find out if a connection changed jobs, won a new award, joined a new group or found a new interest? With all the new updates, this opens up for a conversation with a prospect or solid potential contact.

3. Ease of Use: If you work off the social platform Hootsuite.com, updates and tweets can be scheduled in advance, thus allowing you to control when a post is created. My good friend Kyle Lacy, who is a recognized thought leader in the social space, creates several posts between 5-7am. Because time is of the essence for Kyle, he posts in advance and schedules the updates throughout the day.

"Follow Up" Sales Email That Doesn't Suck

Business professionals are writing (emails and text messages) more than ever before. We tend to also get caught in "voicemail dungeon", with no hope of catching people in their office. Today its more and more difficult to capture a prospects attention, yet alone a response back.

Try using this sample email (from Tom Batchelder) that gets a response and gets to the truth;

Subject Line: Lingering Situations

Hi John,

I tried reaching out to you a couple of times and haven't heard back. Unless you tell me otherwise, I will assume you are all set for the September study. If at any time you want to resume conversations about us helping you with one or all of your projects, certainly feel free to call me.

Warm regards,

Seth

In my past experiences, nine times out of ten I get a follow up response back from the prospect. Perhaps this might help you avoid the wasted time and effort in your sales process.

To building your network and your profits.

Play a Bigger Game, Change the Playing Field

I had a friend who was very successful entrepreneur, who became a millionaire by the age of 30. He told me once that he doesn't work any harder or have more hours in the day than most people. It's just that he attacks bigger problems and has the courage to call the president of a billion dollar company to get a meeting to discuss a big idea he has to make them money.

He's talking to people that can make big decisions and take significant risks. This entrepreneur is working on $100 million problems and opportunities. Doing this takes more vision and courage. It does not take more time.

In closing, try playing in a bigger game with future clients. Exude more courage and think big since none of these tasks take more time. If not, your desire for "safety," while reasonable and understandable, holds you back.

(Excerpts taken from Barking Up a Dead Horse by Tom Batchelder). If you haven't read this book, pick up a copy. You'll avoid wasting time and effort in the Business-to-Business sales process.

How Starbucks Saved My Life

I recently stumbled upon a New York Times bestselling book entitled, "How Starbucks Changed My Life". The actor Tom Hanks has plans to produce and star in the film version. I've always believed that Hanks has a keen sense for choosing successful films, so when I heard about his interest in this book, it caused me to research a little more in depth for two reasons.

First, Starbucks has a strong sentimental spot in my heart. Why? Because on a cold December morning back in 2007, I set up a coffee meeting (to build relationships one at a time) with an acquaintance who works at Northwestern Mutual. Jason Plunkett had been courting me to become a client for the past few years and I wasn't ready to sign on the dotted line. Fortunately Jason's persistence to maintain a relationship dramatically impacted my life.

After finishing up the normal small chat, I mentioned to Jason that our company was looking for a strong sales rep to come aboard. With no hesitation, he passed on his card with a contact name written on the back. Jason reffered a client of his who was looking to make a career change. I gave the card to our sales manager and a few months later the contact was hired. As a side note, I had no part in the hiring of this rep and knew nothing more than Jason making a personal recommendation.

Much to my surprise, the contact (Jackie) became my wife a few years later! So it's true, Starbucks changed my life forever. Ultimately I knew God has HIS hand in this particular event but I am truly thankful it played out this way.

The second reason falls in line with building a network and how commonly Starbucks is used to connect. I typically arrange 3-4 coffee meetings per week to help establish a network. A majority of my book of business at Morales Group has come about from "planting seeds" every morning with a potential business contact. You've got to create a community of colleagues and friends before you need it. Whether professionally or in my case personally.

So the next time you have a chance to meet up for coffee at Starbucks, don't hesistate to put it down on the calendar. Start gardening now. You won't believe the treasures to be found within your own backyard when you hang out at Starbucks.

Turn Back the Clock via 1974

Today my sales team attended a seminar by one of the more notable sales trainers in the country over the past 30 years. Halfway through the seminar I came to realize how great our two styles of selling contrasted. The material seemed dated with the traditional 1970's closing techniques. For half the afternoon, the speaker focused on how to close business. That's when I knew this wasn't for me, I couldn't bare listening to the (9) different closes. And what's even worse, several people were buying the speakers books and cds. I guess I feel fortunate enough to know that my competition hasn't figured it out yet.

Also one of the more noteable differences had to do with "control" of the sales process. This out dated approach to sales, reinforced by dozens of carefully honed techniques, aims to control the prospect. In my opinion, it's not much fun to have someone try to control you. IN FACT its' a turn off.

When you spend time with a genuinely successful salesperson, pay close attention and you'll see that none of the hundreds of standard sales techniques are what makes them excel at what they do. They may utilize some of these when necessary but what makes them great is that he or she is wholeheartly interested in the other person.

The truth about selling is that isn't not about your product, not about the close, and it's not about you - - it's about the other person. Genuinely great salespeople are not great because they have mastered "the close", or because they can spin any type of customer objection. They're great because they focus on providing value to the other person, regardless of "making the sale".

P.S. I wish my team could have listened to Jeffrey Gitomer today, his content is current, and practical. Not forced.

To whom much is given...much will be required

I've been reading Coming Back Stronger, by Drew Brees, which has been a memorable read. One of those memories that sticks out in my mind was Drew's ability to lead by example. During a week of prepartion before a Big Ten game, Drew always was the first to the practice field and the last to leave after films.

Several times I'd find him leaving late at night with game film in hand to watch at home. Even during wind sprints he wouldn't let others out hustle him, which inspired the entire group to push even harder.

And during Rose Bowl practice, Drew got tangled up with our starting defensive tackle, Matt Mittrione, who now holds the title as a world class ultimate fighter who beat Kimbo Slice. The coaches broke up the dispute but Drew didn't back down, and Matt certainly had the size advantage at six foot three inches and two hundred and eighty five pounds.


I mention these examples because we all experience several different styles of leadership. Some we want to emulate and others we'd like to avoid. At work, are you the first to arrive like Brees or the last to close up the office? What kind of example are you setting with your colleagues?

Lee White's Playbook

Early on in my sales career I came across a quote by Jeffrey Gitomer that states, "If you make a sale, you can earn a commission. If you make a friend, you can earn a fortune." Its too bad this philosophy is rarely used in sales. Those who employ it, like my friend Lee White who works at Mainscape (commerical landscaping/snow removal), are the top performers and the top paid salespeople.

Lee builds genuine relationships. He doesn't worry about his quota. Lee concentrates on the value he provides to his customers and the potential orders that follow these connections. He doesn't win on price, Lee wins sales on friendship. I'm glad I've had the chance to shadow and watch people like Lee build wealth the right way. And oh by the way did I mention that Lee White doesn't cold call. How many life long friends have you made cold calling?

I believe his mantra goes like this, "make friends before you start, or don't start at all. Fortunately Lee has built an army of personal ambassadors who have a vested interest in seeing him succeed no matter what. How did he do this? I'll tell you, by "giving" first and then building genuine relationships. I'm sure there's a Lee White out there in your network who might be willing to share a few trade secrets, why not take the time and reach out.

Four Things Employees Need From Leaders

My wife has an uncanny ability to discover worthwhile content via Twitter. Her "re-tweet" included a link by Dr. Cleve Stevens about transformational leadership and its importance. Check out the four things employees need from leaders.

1. The need to love and be loved - We usually think of love as beyond the pale in the work-a-day world, but the transformational leader vividly understands that tough-minded caring is essential to leading and developing a powerful, full expressed workforce.

2. The need to grow - The only alternative to growth is death and decay. By creating a culture that allows our people (and ourselves) to grow, we are expanding our capacities as leaders, as employees, and as human beings.

3. The need to contribute - When we are contributing in a significant way we have a preace of mind. We know we belong. The simple pricincple at work here goes something like this: life works when we forget about ourselves and contribute to others. to feel fulfilled and empowered, employees must know they are contributing to the whole.

4. The need for meaning - We are meaning-seeking creatures. If our lives lack a clear sense of meaning, if we are not engaged in some larger purpose, we will not be fully satisfied, regardless of whatever else we may have.

Hire an Athlete for Your Next Opening

John Wooden once quoted that "Sports do not build character. They reveal it."

Here's a concept: Hire an athlete. It may help you as an employer to make the right choice, or at least a better choice. As a former athlete entrenched in the staffing world, I've seen this concept used often to help several organizations in their hiring practices. If you're an employer, you may want to look past job experience, and read deeper into athletic experience. It will give you greater insight as to the life skills of a person, not just their job skills.

Since employers are always looking for "experience" when they hire, why not look for smart, self-starting, positive people who know how to win. Wouldn't you rather have an eager athlete you can train, than a know-it-all with ten years of experience who knows everything before they walk in the door. (Excerpts taken from Jeffrey Gitomer)

Mastering a 3-Way

No, I'm not talking about eating a 3-way at Skyline Chili, nor am I going to expand on the French term "menaje a trois". I actually wanted to share more about how to artfully schedule a three way lunch if you're trying to make a solid connection.

For instance, if someone you want to meet is giving you the run-around, invite someone you know that they need to know with you to lunch. Call your contact and invite them again. You will build instant rapport and credibility with both parties.

A real life example occurred a few weeks ago when I was able coordinate a three-way lunch with a run-around prospective client. Since I always try to find a way to make people better as a result of connecting with me, I set up the lunch with a well known contact in the prospects industry. Both parties were able to collaborate and share experiences, which made the lunch all the more worthwhile. Plus the run-around prospect now saw me a resource of value.

So the next time you can't hawk down a prospective client, try doing some homework and set up a three-way lunch. After all, your network determines your net worth.

How Do I Get More Referrals?

Every Tuesday morning at 6am I wake up and read Jeffrey Gitomer's "Sales Caffiene" on my Blackberry. Recently I read a post by Gitomer that spoke on getting more referrals and how to take the right approach. And since my close friend (Jason Plunkett) and I have been strategizing on this topic, I wanted to share a few ideas that were highlighted.

1. Most salespeople simply beg for referrals, rather than work for them. That's why they get so few of them. The best way to get referrals is to give them first. The second best way is to earn them.

2. Let the person who referred you make the first contact, and talk about you as a third-party endorsement. Maybe even set up a three-way meeting or a three-way lunch.

3. Once you begin to put "giving" in front of "getting", your referral cup will runneth over.

4. If somebody gives you a referral and tells you to call them, but has not called them, it's nothing more than a lead (and an awkward one at that).

What's Your Sales Identity?

Great salespeople have an uncanny way of collecting information and creating their own styles. I call it the CDC process to selling: collect, discard and create.

Collect. I'm a big believer in constant learning - not just from books, but from the day to day application of the selling process. It's amazing how many new skills and strategies you can pick up when watching other successful sales people do their thing.

Discard. Discard what is not useful. Sometimes knowing what to let go of is the best knowledge we can have. As Lao Zi said in Tao Te Ching, "To attain knowledge, add things every day; to attain wisdom, remove things every day." Not everything or everyone you learn from will help you hone your style of selling, so take what's useful and discard the rest.

Create. Strive to create your own unique style of selling based on the knowledge you've gathered and what works for you. It's what will differentiate you from everybody else and help you stand out from the competition.

Be a Conference Commando

The following seven approaches can help you maximize your networking opportunities and get the most out of your trade show experience.

1. Plan Ahead. Download a participant list prior to the event and identify the key people you want to meet.

2. Blow Off Your Buddies. Why waste such a valuable opportunity sharing a meal with someone you see every day? Challenge your co-workers to sit apart and engage in as many meaningful conversations as possible during these sessions or at any conference in general.

3. Acknowledge Business Cards. Most of the time when you give your business card to someone, it is quickly pocketed - - and worse - - eventually discarded. Next time, take 10 seconds to stare at the card. Confirm the name, role, location, and services the provider is willing to share with you. Now use this information to start or continue a conversation. This will make a memorable first impression.

4. Starbucks Anyone? There is always a coffee line at a trade show or industry conference. Coffee lines are one of the best opportunities to make one - - if not two or more - - quality contacts. This is the perfect time to initiate a conversation, find out about one another's business and services, and confirm the right to follow up.

5. Help the Organizer. Once you're on the inside, you can find out who will be attending and what the hot events will be. And you'll find yourself at all those unlisted dinners and cocktail parties that are thrown for the conference "A-List" attendees.

6. Listen. Better Yet, Speak. Giving speeches is one of the easiest and most effective ways to get yourself, your business, and your ideas seen, heard of, and remembered. As a speaker at a conference, you have a special status, making meeting people much easier. Attendees expect you to reach out and greet them.

7. Follow UP. Everyone you talked with at the conference needs to get an e-mail reminding them of their commitment to talk again. Most attendees tuck business cards away in their laptop bag and lack the discipline to respond back.

The Wealth of Networks

As we move further down the road with social media, it is very important for people to create their own personal brand on LinkedIn. Being found and a strategy around that can be extremely beneficial if you maximize this social connecting tool.

Here are my top ten ways to maximize the use of LinkedIn;

1. Create a LinkedIn profile that pops!

2. Ask how you can be of service

3. Keep in contact regularly

4. Give first, and you will attract abundance

5. Support your network in all requests as possible

6. Optimize your presence - - get noticed

7. Build your communities and become a leader

8. Network with your contacts, don't just have a list

9. Build credibility and establish trust

10. Help others develop their LinkedIn profile

The Ultimate Sales Machine

Recently I came across an excellent book entitled, The Ultimate Sales Machine, written by Chet Holmes. Chapter one of his book touches on time management and six simple steps to help improve your productivity. For those of you who want to increase your bank account statement check out the following six steps that Holmes lists below;

1. Touch it once - If you touch it (email), take action. That's the first step to great time management. Don't open that email or letter until you're ready to deal with it. Email is a tremendous asset, but it can also kill your time management if you let it control you.

2. Make lists - Many people make lists as a way to keep organized. If you don't keep a list, you are most likely a very reactive person. Lists help you stay focused on high priorities and highly productive matters. Keeping a list will double your productivity right away.

3. Plan how much time you will allocate to each task - Do not think about when you will do each task yet. Just determine the amount of time you will realistically dedicate to each task.

4. Plan the day - It must be specific and have a time slot for absolutely everything.

5. Prioritize - Put the most important task first. By the end of the day, there is rarely time or energy to take on this chore.

6. Ask yourself, "will it hurt me to throw this away?" - Studies show that 80 percent of all filed or stored information is never referred to again. So why hold on to it? To determine whether or not to keep something, ask yourself, "Will it hurt me to throw this away?"

Master these six steps and you won't believe the difference.

The Last Boy Scout

Prepare to win, or lose to someone who is.

For over a century the Boy Scout motto has been "Be prepared!" Why don't we as business professionals gather the proper resources before engaging a prospect. When you show up to a networking event, how prepared are you? When you go to some kind of connection meeting, either business or social, how prepared are you? In order to become a success at sales or at life, the first thing you have to master is homework and preparation. I've provided a list and excerpt from Jeffrey Gitomer that will help you prepare to win.

1. Do your homework - Don't just look up a potential customer's website, find articles via Google that provide important information that could be useful in your meeting. Read the prospects literature, which may talk about shifts in emphasis and market coverage. Try seeking out current suppliers who may have valuable information for your particular call. Use social media (LinkedIn) to find people in your network who might have an inside angle. Contact someone from their sales department because salespeople will tell you anything.

2. The workday starts the night before - Cut back on watching TV and prep for the next day's presentation or sales call. Throw away the clicker and stop drinking during the week.

3. Work while others sleep - Gitomer wakes up early every day and begins to write on his computer. He's been doing this for 12 years and in turn has written five books and given over 1,000 presentations. From 11pm to 1am, things are quiet, so he surfs around looking for business ideas. The point is that he takes those extra three or four hours a day and earns more in that time, when most people are asleep, than they do when they're awake.

In closing I read a quote made famous by Woody Allen that states, "Ninety percent of success is showing up". He almost had it right. The principle is: Ninety percent of success is showing up prepared. Preparation is the key to success. Luckily for you, most people are either under prepared or unprepared. There's no such thing as being over prepared.

Play in Traffic

Ever fall into a personal slump regarding business develop or networking?

I'm sure everyone has endured some form of call reluctance or networking anxiety. I have, I'll be the first to admit. Recently I stumbled into one of these slumps and remembered my solution to the problem.

Everything that I have done, I've done because I went out and I played in traffic and something happened. What this means is - - if you go push yourself out there and you see people and do things and participate and get involved, something happens.

A couple years ago I hit a slump in January and needed a change, so I decided to attend a networking event, although I didn't want to go. Turns out that one of my biggest prospects was in attendance, in which we had a chance to speak. After the event concluded, my prospect invited me out to dinner later that night to discuss potential buisness opportunities. Long story short, we eventually signed a contract with this company and I established a solid business contact.

So I tell people now, just show up, get in the game, go play in traffic. Something good will come of it, but you've got to show up.

I AM the brand

Regardless of age, regardless of position, regardless of the business we happen to be in, all of us need to understand the importance of branding. We are CEOs of our own companies: Me Inc. To be in business today, our most important job is to be head marketer for the brand called you. -- Tom Peters

What's your brand? Not just your company brand - - I'm talking about your personal brand. In sales, prospects buy the sales rep first. If they buy brand you, then they buy what you're selling. I've studied from some of the best at creating personal brands including, Jeffrey Gitomer, Dale Carnegie, Seth Godin, and Keith Ferrazzi.

Here are a few tips that I've gathered that might help you create your own personal brand;

1. Write articles for trade publications
2. Speak at industry events on your specialty
3. Serve as an information broker to reporters for the business journal
4. Take on projects no one wants at work
5. Get on convention panels
6. Post events on LinkedIn that you'll be attending
7. Create a networking group that snyergizes around your product/service
8. Seek a mentor to help develop your brand
9. Get Googleable
10. Develop your own personal website, blog, and or twitter account

Most of these ideas aren't cutting edge, but its important to note that you have to begin somewhere, and be consistent. If you haven't started developing your brand then you will have to start small. It will take time and hard work, but once you've lit a fire, the buzz will begin.

Remember the world is your stage. Your message is your "play". The character you protray is your brand. Look the part. Live the part. -- Keith Ferrazzi